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Webcast

Five Signs You Need to Graduate from Sales Effectiveness

28 September 2016

You make your number sporadically, but not consistently, and not always. Your revenue goal is very hard to make, and may be unrealistic. What distinguishes top growth executives from their peers is they have graduated beyond sales effectiveness. They have embraced a new emerging best practice called the Revenue Growth...Read more

Webcast

Enabling Channel Sales

22 September 2016

Channel partners are difficult to reach, and competition for channel mindshare intense. Reaching channel sellers with messaging, training, and marketing collateral is essential to enabling a productive channel. In this webcast, we reviewed key elements of effective channel enablement strategy and practical initiatives for maximizing access, coaching, and engagement with...Read more

Webcast

The Cost of a Bad Sales Manager (…US$3.5 million)

15 September 2016

We all recognize that sales managers play a key role in the sales force. Great managers elevate the performance of their entire team, and everybody knows it. Sellers want to work for them, other managers envy them, and senior executives want more of them. But what about poor-performing sales managers?...Read more

Webcast

Research Update: Managing Sales Compensation

1 September 2016

Sales compensation dwarfs other sales-related expenses, and commands plenty of the sales organization's energy and attention. Firms' ability to design, adapt, administer, and communicate their sales compensation plans is therefore a significant management concern. This webcast presented initial findings from recently-concluded Sales Management Association research on Managing Sales Compensation. The...Read more

Blog Post

From Player to Coach: Turning Great Salespeople into Great Sales Managers

25 August 2016

Should you take the risk and promote your top-performing salesperson to manager? The stakes are high. You’re not only going to lose a great player on the field, you’re also making a bet that their outstanding current performance will translate into this new role. The debate over whether the...Read more

Webcast

How to Map Sales Enablement with the Buyer’s Journey

25 August 2016

High-performing sales leaders know that the buyers now drive the sales process, and sales teams trained to navigate the buyer journey can close more deals and build stronger relationships. During this live webcast, Octiv chief marketing officer Brad Gillespie and GameTime VP of Marketing & Product Development, Fred Wiechmann, discussed...Read more

Webcast

Sales Talent Assessment: When, Where, and Why You Should be Utilizing a Structured Approach

11 August 2016

Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure will, but fewer tools offer insight into skill. Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. In this webcast, we...Read more

Webcast

Sales Development: An Emerging Selling Role Driving Sales Productivity

3 August 2016

High-growth technology firms are abuzz with sales development? ? a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel, before handing them off to others in the sales force. SDRs are widely...Read more